Monday, December 31, 2012

Are
you ready? Tempus Fugit! If you have made all arrangements for 2013, written a
new business plan, and shared all of the scheduled activities with your staff,
then you are prepared.

I
chatted with two DME/HME principals this morning and if every dealer showed the
same enthusiasm I just heard, 2013 will be a superb year.

I
have listened to all the negative voices. Each of these comes from people with
a loaf of bread under each arm and a pocket filled with money. Yes, they
complain. It is time to change one’s attitude from a minus to a plus! Now
is when you should be building for your best year. 2013, this New Year, has the
voltage to light up every DME/HME operation. But this will be only if you make it
happen!

I just read in my local newspaper that the unemployment rate could go down to less than six percent.
This will be a major step forward. Every indication is that the efforts being made
in Congress will dramatically reduce the national debt. Banks have slowly begun
to increase loans to small business and this alone will mean more jobs and
better growth.

The
two dealers I chatted with today were telling me some of the thoughts they have
for the coming year. They each have researched their market and found new
opportunities from which they could build. When I listen to principals with
this type of confidence in the future, I am aware changes for the better are
here.

If
you have not done so yet, please prepare your entry into year 2013. What new
plans have you created? HAPPY NEW YEAR and 2013 will be the best ever for you!

Friday, December 28, 2012

I receive close to 200 e-mails daily and an equal number come in as SPAM. It appears
the whole world has forgotten how to use other means of communication. It is clear to see that even when we go out to eat just look at how many people are looking into their hand held
telephones.Well, that’s the new
way.

A couple of weeks back, I received a most pleasant surprise while opening my e-mails. It was in
a communication from the HME Industry News Summary, which is put out by Rick Worstell and the HMG Group, called “ENTHUSIASM”. The author of it may be unknown, but the
message is pertinent. “Enthusiasm
is the greatest business asset in the world.”

"Enthusiasm is the greatest
business asset in the world. It beats money and power and influence.
Single handed, enthusiasm convinces and dominates where a small army of
workers would hardly raise a tremor of interest. Enthusiasm is faith in
action; and faith and initiative rightly combined remove mountainous
barriers and achieve the unheard of and miraculous. Set the germ of
enthusiasm in your business; carry it in your attitude and manner; it
spreads like contagion and influences every fiber of your industry; it
begets and inspires effects you did not dream of; it means increase in
production and decrease in costs; it means joy and pleasure and
satisfaction to your workers; it means real life and virile; it means
spontaneous bedrock results-the vital things that pay dividends."

-Author Unknown

I
prefer to describe it differently. I say, “It is the difference between
success and failure.”

Rather
than quote from the article, I want to recall what I heard from DME/HME
providers. In an article that I did for HomeCare Magazine, I
quoted comments from attendees at the Fall Medtrade.

These comments were all filled with much “enthusiasm". This feeling is typical of our
industry! The entrepreneurs bring their eagerness and interest with them. They
share this with all their clientele and it is so appreciated, particularly by
family caregivers.

As
we approach a new year we must all bring all the eloquence possible to make the
future brighter and more successful. Yes indeed, enthusiasm is the key for you!

Wednesday, December 19, 2012

The
holidays are just around the corner. Use this time to relax, enjoy seeing
friends and family and then contemplate in the next couple of weeks what you can do
in 2013.

Your
first thoughts have to be about your current operation, which includes the
company, staff, and clientele. Think about what you will do to expand your
bottom line with higher profits.

In
a previous blog was a reminder to be sure you have already enrolled for the
Spring Medtrade in Las Vegas. So many new surprises and opportunities will be
found there. I have been monitoring the show and can tell you how impressed I
am with what is ahead!

In
anticipation of attending Medtrade Spring, do the following. Write a
business plan for 2013. It will
not be graded and if you take the time, I know you will be rewarded.

Do
a careful review of the past year activities to determine which disciplines
brought in the best profits (and those that did not). Begin from the weakest
link to see why it did not produce as much as you anticipated. Realize where
sales were down and why that happened.Armed with that information, you can make corrections to prevent that from
happening again.

Study
every segment of your sales to see where OTC cash sales products are available.
This can become a goal for Medtrade. Build from your base and continue to grow.
This can be a most constructive time. It really makes a difference! The ROI for
the time and effort in preparing this as a new “business plan” will never be
better. This effort makes attending Medtrade so vital!

It
is important to share your thoughts with all your employees. Their enthusiasm will
be found on the bottom line annually. Make this Holiday season work for you!

Monday, December 10, 2012

The
dates for the Spring Medtrade 2013 Exhibition are from March 19 to March
21.I am very aware with the
holidays pending, Medtrade is the furthest thing on your mind. However as DME/HME
providers, dealers and manufacturers, none of us have the luxury to just sit
back and let things happen.

Rather
than observe, since you are all aware that 2013 can be the most critical year
our industry has ever faced, you must act! Being negative does not have to be
the case. Do not be a spectator, hoping for the best, takes charge of your
future and make it the best!

Commit
now to attend Medtrade Spring. See how many admission tickets you require and
obtain them STAT.Book your
accommodations today and get the choice of rooms. After early registration you
should plan which exhibitors you have to see. At Medtrade deals are always made
that will enable you to guide your company through 2013. OTC cash sales
potential must be on the top of your list.

You
can do what I always did prior to attending Medtrade. As manufacturer reps
called, I asked them to arrange appointments for me at Medtrade. In that
fashion, I always met with the president or sales manager. This gave my company
the ability to negotiate more and better promotions. They are always so
amenable! As a consequence, with their cooperation, sales and profits grew to
our mutual satisfaction. You can even use some of the features Medtrade has put into place online for planning meetings. Once you register, try the Medtrade Connect Program to plan your time at the convention.

My
experience has taught me there is no better venue when the opportunity to meet
and arrange with preferred vendors. You can develop additional market share.

In
future blogs I will speak about the multitude of different activities in which
you can participate at Medtrade. http://www.medtrade.com

Friday, December 7, 2012

Deck
the halls with signs and greetings; it’s the season to be jolly?Yes,
now is the season! Today, start promoting during this mad rush prior to the
holidays to purchase correct gifts. It appears that too many folks are unaware
of what DME/HME dealers offer; many comfort items for Mom, Pop, or any
relative.

Somehow, we neglect to show our clientele there are so many items on our show room floor
that make lovely gifts and will be greatly appreciated. One entrepreneur in the
Snow Belt ran a special Christmas Gift sale offering a choice of several
different heating pads. How well did he do? When is the last time you sold
close to four dozen heating pads in a two-week period?

Another
sharp businessman, in upstate N.Y., offered free installation for two weeks only before Christmas for
a “ride a stair unit”. Those parts of New York homes are mostly two stories and
although he displayed them in his showroom, sales averaged about only about
five or six annually. He installed four during in the two-week period and
received an order for another to be installed in January.

Instead
of show and sell, perhaps “shout and sell” would be more effective.In Missouri, where the winters can be rather “cold” (I know because I
lived in Missouri for a number of years) a sharp dealer had a good idea. He
took advantage of the weather and made arrangements to sell electric room
heaters. He located one that is lightweight and used a small amount of
electricity, but warmed up a room rather quickly. This was not an item he
normally sold, but made arrangements with the manufacturer to sell them for the
holidays. He told me he did very well!

Do
a careful review of the type items you sell, where the bulk of your sales
emanate from, and then seek out OTC cash sale items. Make it a Merry Christmas
for your clientele, your staff and yourself.

It
is all a matter of knowing your clientele, their needs and matching a suitable
OTC cash sale products.

Follow by Email

Search Shelly Sounds Off

Shelly Prial

I began my career in 1950 when I graduated from Brooklyn College of Pharmacy. I spent 16 years in retail pharmacy and owned and operated four different pharmacies during this period. It was in the early 1950s that I became interested in durable medical equipment and oxygen services. My pharmacy was one of the first to offer DME and oxygen supplies.
I worked for various companies in the industry and after a few years, I became a manufacturer’s rep. It was there, working with many dealers that the idea of developing a co-op for DME providers developed. My wife and I started the Homecare Providers Co-op (HPC) in 1986 and that proved to be the most exciting period of my career.
After I “retired” some years ago, I found it necessary to stay active. I am proud that I worked for Graham-Field Health Products as their Director of Government Relations.
As a consultant and Medtrade Ambassador, my goal now is to see if I can bring our industry together to work as a team and become formidable.
I am proud to say that I have been married to Thelma since 1950. We have two children and four grandchildren. And, a fun fact? I have attended every Medtrade show since it began in 1979!